CollaborationCustomer satisfactionProspecting

This post was written by Laetitia

Every business, organization, or corporation needs an effective sales force to be successful. It needs a team of trained people who design and implement well-thought-out strategic or tactical plans. Once deployed, these plans will generate purchases, customer loyalty, and even recommendations from them.

The main job of these people is to close sales and it is not always easy. It, therefore, seemed important to us to give you all the possible ideas to convince and persuade to buy.

Let’s go over some of these techniques for closing a deal.

What are the sales techniques?

Closing a deal is getting a commitment from a potential buyer. Before making this decision, he/she must be guided and assisted throughout the process.

When the seller presents the product or service to the user, a lot of questions or objections can arise.

These should not be seen as something negative. If you are commercial, take them as a sign of interest instead and use them to get the most out of them. By continuing the dialogue, the answers to these objections will allow you to project your interlocutor even more convincingly into a situation of use of the product or service.

There are many methods that can be used to close deals. It is therefore essential to know which one to use depending on the mood, the context, and the type of customer.

We present here different strategies according to their framework of use and their characteristics.

What are the best selling techniques?

  • The conclusion of the sale is recorded: this sales technique consists in implying that the potential buyer is going to acquire an article by means of sentences or questions. For example, “What color will you take it in?” “Or” If you agree, I can pack it “,” What day are you available to sign the acquisition? “, Etc.
    This is a strategy to get the conversation in the direction you want to go. This technique should be used with great tact and gentleness so that the client feels comfortable. Otherwise, he could quickly feel assaulted.
  • Conclude the sale by changing the price: with this technique, we explain to the potential buyer that the product or service is currently at an unbeatable price and that it should be bought now because the price will soon increase. This technique can also be used by proposing a price change through a discount. The vast majority of consumers feel they are taking advantage of an opportunity.
  • Conclusion by options: Si le client n’est pas certain de savoir s’il doit acheter ou non, lui présenter différentes options qui correspondent à ce qu’il recherche peut s’avérer une bonne idée. En décrivant et en montrant les avantages de chacune des options, le client pourra plus facilement se projeter et choisir celle qu’il considère la plus pratique.
  • Affirmation-based conclusion technique: This technique consists of looking for affirmative answers using phrases such as “This is the ideal option for what I had in mind, isn’t it? “. Speaking positively and having empathy generally leads to good dispositions.
  • Persuasive conclusion : vous devez d’abord connaître les exigences du client, puis poser des questions qualitatives qui vous permettent d’adapter votre description du produit ou du service aux exigences qui vous ont été décrites. Expliquez ensuite, de manière éloquente, pourquoi et comment son achat aidera le client.
  • Benjamin Franklin’s conclusion: This famous technique, used since Antiquity (even before Benjamin Franklin), aims to clearly describe to the prospect the pros and cons of products or services.
    With this, try to find out what is preventing the prospect from buying, and then you can show a greater number of advantages in the face. The idea is to tip the scale on the pro side.
  • Silence to close a deal:: This occurs when the seller asks a decisive question to close the deal and then remains silent while waiting for the answer. We say then that whoever speaks first has lost. “Metaphorically”, because it forces the buyer to respond and thus empower the salesperson to reach a compromise. As long as a resounding no is not pronounced.
  • Closure by authorization: at the end of the description of the product or service, a printed order form can be given. The customer will read it and probably decide to sign authorizing the buy/sell.
  • The technique of street selling: the seller explains how this purchase should be done quickly, without putting pressure on the buyer.
    In other words, it is a question of arguing with sentences like: “The reduction is only valid today”, or “There are few copies left and I cannot guarantee their availability”, etc.
  • The lost conclusion: If a sale is about to be lost, you can try to get the customer to explain their requirements again, you turn the situation around, and in a way, you start over from the beginning to try to find a different solution and a different outcome.

Closing the deal is important, but that’s not all

Now that you know a little more about the different techniques that can be used, you shouldn’t forget that in any case, you should be:

  • A professional with ethics. Respect and ensure the rights and duties of the parties involved in any negotiation, trying to do exceptional work.
  • A competitive professional. Equipped with skills to communicate, interact, innovate, analyze, lead the conversation, work in a team (acquired through repetition, practice and training).
  • A professional with an ongoing thirst for success: Don’t dwell on past mistakes, learn from them, and continue to give your best. Stay persistent in your quest: make a lot of sales and/or negotiations, but also try to sign the biggest contract possible. Because it’s not all about quantity.

Collaboration Customer satisfaction Prospecting